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12 sept.
Nothing changes… but sales intelligence !
It’s not “business as usual” at the office this week. Everyone is quiet and focused towards a common challenge. Strange ambiance… No jokes nor passionate discussions by the coffee machine: …
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23 juil.
The 13 pain points that make sales reps lose their time
The number one pain point of sales reps is time. Time lost in virtually everything but selling… After listening to hundreds of account managers, inside sales or business developers, there …
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21 juin
The best salespeople don’t just build relationships. They challenge !
I just came through a fantastic study conducted by Corporate Executive Board. They interviewed 6’000 sales reps to find out the most effective sales profiles. The study concludes that there …
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26 avril
Identify the closest lead
Consider two leads qualified in the same way… Which one gets priority? The one that is closest to you in your network. Why? Because close targets are most likely to …
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30 janv.
Leads easy to reach
Leads easy to reach Traditional prospecting databases (Hoover’s, Dun & Bradstreet, OneSource…) reach reliability rates of 30% to 70%. Always the same contacts, rarely updated… Prospecting with these databases leads …
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30 janv.
React to the actions of your competitors
React to competitor moves You can boost your sales efficiency by reacting smartly to the moves your competitors make. Instantly identify decision makers thanks to your competitors When prospecting a …
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30 janv.
Partnerships that work !
Partnerships that work ! Too many partnerships become time-consuming and inefficient. Two reasons for this : the partner oversold its capacity to penetrate the market too much time spent in …
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12 déc.
Hunt in packs with the TEAM feature !
IKO today releases its TEAM feature ! Prospect hand in hand with co-workers and partners Multiply your connection paths Functionally we mutualize connection paths from all team members within the …
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07 nov.
See the relationships between your CRM contacts !
Cold calls and mass-mailing have come to an end. The conversion rate of cold calls (ie buying a business directories and call top executives to catch a meeting) has fallen …
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23 avril
Artificial intelligence for lead generation
Within the sales cycle, prospection is a huge part. Sometimes the core part which undoubtedly impacts customer support and loyalty. And there is no space for a corporate data provider …
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As bullfighters have to calculate their every move when competing in an arena, so do sales representatives when closing a deal. Strategy is of fundamental importance and every step counts …
BANT, the acronym standing for Budget, Authority, Need and Time, was until recently considered as an impeccable guide, 4 step checklist used by sales representatives to best qualify leads and …
How well did you close your quarter? Do you have the impression buyers are interested in your product but you have difficulties closing? Are buyers procrastinating too much? If yes, …
Before going deep into detail about the aspects and actions of a B2B buyer, it is fundamental to understand the difference between B2B and B2C buyer psychology. Attracting potential B2B …
